Tight market gives job seekers and advantage

In today's tight labor market and strong economy, job seekers have a distinct advantage when negotiating salary and benefits.

Companies realize that job seekers have many opportunities, and that other companies are offering such enticements as signing bonuses, paid vacations, and other benefits.

Job seekers should be well-prepared to deal with the question of salary at anytime during a job search, but especially during the job interview.

Based on one's research and networking activities, the prospective candidate should know the approximate salary range for the position sought. One may easily acquire salary information through a number of resources that are available in libraries, through associations and online.

Once a position is offered, job seekers are naturally reluctant to negotiate for a better salary due to their fear of appearing greedy, and, of course, their need for a job and an income.

Although salary negotiation is uncomfortable for many, most employees are probably underpaid by $2,000 to $5,000 because they failed to properly negotiate their initial salaries.

Moreover, employers expect job candidates to negotiate for a better salary, and they position themselves accordingly by offering a low salary. Job seekers should keep in mind that the salary for most jobs is flexible. The most common systems have established ranges within which the employers hope to hire.

Here are a few rules of thumb to keep in mind when negotiating:

- Set realistic goals and sell quality instead of the lowest price.

- Don't volunteer expected salary numbers. Or, if you feel it is necessary, quote the high end of your expected range. Better yet, avoid the salary-quote area until you have an offer in hand.

- When you receive an offer, no matter how exciting it might be, do not accept it on the spot. Suggest you will need to sleep on it.

- Go home and weigh the pros and cons of the position and company. From a financial standpoint, calculate what the increase in salary means in terms of additional revenues on a weekly or monthly basis. That puts things on a more realistic basis.

- Get back to the employer and attempt to negotiate a better financial package.

- Your most difficult decision might involve evaluating comparable offers. For the new college graduate or first-time job seeker, the decision should be to rank future opportunity ahead of starting salary.

- When the time comes to actually accept the position, give a verbal acceptance and then follow up with a written version.

Also, it is now more important than ever to check out a company before accepting a position. The rise and fall of Internet companies has made researching a prospective employer essential to any successful job search.

A number of research techniques are available, including: the Internet; library reference; chambers of commerce; stockbrokers; vendors; customers; employees and, most important, the companies themselves.

Before accepting a position with any company, one should know who the principal officers are, the company's annual revenue, other sources of funding, when the company was founded, primary clientele, and, if publicly traded, its current stock value.

One should not be persuaded by fancy offices, and large expense accounts, which could be masking financial trouble.

The National Business Employment Weekly and George Washington University Career Center recommend that after the interview, you review what you learned about the position and the company.

- How long has the position been open?

- What would you specific responsibilities be?

- What is your growth potential in this position?

- Can you manage the stress associated with changing jobs/relocating?

- Is the company growing or downsizing?

- What is the company's market share?

- Who are its competitors?

- What is the tenure of its management?

Job seekers also should consider hiring a professional career-counseling firm, which are hired by the job seeker and can offer advice and interview training.

While use of such a firm may extend the job search, the advantages in terms of a better position and better salary are well worth the time and expense.

Today's good economy and tight labor market make it essential for job seekers to negotiate for better salaries and benefits.

Following a few easy steps will help ensure that job seekers are paid what they are worth, and that they find the position best suited to their experience and their needs.


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In 1982, Randolph L. Stevens, President and CEO, incorporated R.L. Stevens & Associates based on a strong desire to help people succeed and built on an unwavering commitment to helping executives achieve their career goals. To find out how we might your executive search, contact us ==> http://www.interviewing.com